La trasformazione digitale e le dinamiche chiave che stanno cambiando il futuro mercato del software per l’impresa

1. +
La trasformazione digitale e le dinamiche
chiave che stanno cambiando il futuro
mercato del software per l’impresa
Fabrizio Biscotti
@fab_biscotti

2. 1 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner at a Glance
1000
Analysts
11,000
Distinct Client
Organizations
215,000+
Client
Interactions
Vertical
Coverage
in Nine
Industries
5,500
Benchmarks
850 Media
Inquiries
per month
World's
Largest
Community
of CIOs
60+
Conferences
75% of
Global 500
3,200
Consulting
Engagements
Clients in
100 Countries
74% of
Fortune 1000
500
Consultants
Gartner, Inc. (NYSE: IT) is the world's leading research and
advisory company. The company helps business leaders across all
major functions in every industry and enterprise size with the
objective insights they need to make the right decisions.
Gartner's comprehensive suite of services delivers strategic advice
and proven best practices to help clients succeed in their mission-
critical priorities. Gartner is headquartered in Stamford,
Connecticut, U.S.A., and has more than 13,000 associates serving
clients in 11,000 enterprises in 100 countries.
For more information visit gartner.com.

3. 2 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
La via é tracciata…
A-AH
Slide
Every budget is
an IT budget.
Every company
is an IT company.
Every role is
an IT role.
 La trasformazione digitale non è una moda ed è qui
per restare: o la si abbraccia o si verrà messi fuori
mercato.
– Entro il 2020 la vostra azienda o sarà leader nella
visione digitale per il vostro settore o finirà con l’essere
semplicemente parte della visione digitale creata da altri
(con annessi e connessi)
 Social, mobilità, informazione, cloud e soprattutto
IoT (internet delle cose) sono la chiave di volta
tecnologica del nuovo mondo digitale;
 Il modello di business “digitale” farà nascere nuovi
concorrenti da settori economici che oggi
(apparentemente) non hanno nulla a che fare con il
vostro settore
 Le implicazioni del “business digitale” non sono solo
tecnologiche ma riguardano ma anche le nuove
competenze del personale , dei dirigenti e
soprattutto dei membri del cda

4. 3 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.3 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner Symposium Evolution

5. 4 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Symposium Story Progression
2013 IMAGINE
2014 BUILD
2015 DRIVE
2016 LEAD
2017 SCALE

6. 5 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
From Servicing the Various Business Functions …
CIO
Procurement
Sales
CEO
Marketing
Customer
Service
Supply Chain
FinanceIndustry-Specific
(many)
HR

7. 6 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Procurement
Sales
CEO
Marketing
Customer Service
Supply Chain
FinanceIndustry-Specific
(many)
HR
To Helping the Business Investing in Technology …
CIO

8. 7 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
State of Digital
• Digital is no longer a fad – it is time for you to decide
• Companies must pick up the pace of digitalization
• The nature of work and skills are changing. The secret to digital is
analog (people): Skills, Culture, and Talent. You will need HR, but
HR also needs you
• CIOs need to grow a culture of workforce digital dexterity - first in IT
and then across the enterprise with HR
• Easy to use technology, exploiting diversity, consumer-oriented
employee experience

9. 8 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
By 2017, 50% of total IT spending will be spent outside of the
formal IT organization.
IT Spending

10. 9 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.9 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Words Matter …
"Shadow IT" or "Citizen Innovation"
Fight
Unarchitected
Fragmented
Ungoverned
Not in Budget
Embrace
Fit for Purpose
Focused
Guided
Funding Expansion

11. 10 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner CIO Survey:
2,598 CIOs
93 Countries
$9.4T Revenue
$292B IT Spend

12. 11 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
The CIO Priorities: Enterprise Software Technologies
Benefit From All of Them
#
Note: Percentages represent the proportion of CIOs citing each priority as one of their top three areas of new IT spending.
%# Priority 2017 2016 2015
1 Business Intelligence/Analytics 38% 39% 41%
3 Cloud 27% 25% 27%
2 Infrastructure and Data Center 22% 27% 31%
4 ERP 21% 21% 26%
5 Digitalization/Digital Marketing 16% 21% 17%
7 Cyber/Information Security 16% 15% 13%
6 Mobile 14% 20% 24%
8 Networking, Voice and Data Communications 11% 10% 12%
11 CRM 10% 9% 11%
10 Industry-Specific Applications 9% 9% 9%
9 Legacy Modernization 8% 10% 7%
Source: 2017 CIO Agenda: Global Perspectives on Seizing the Digital Ecosystem
Opportunity, 10 February 2017

13. 12 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Talent Issues Are the Biggest Barrier to CIO Success
What is your biggest barrier to achieving your objectives as a CIO?
n = 2,299
26%
17%
8% 8%
5%
5%
Skills/
Resources
Funding/
Budgets
Culture &
Structure
of the
Organization
Lack of
Leadership
Technology
Challenges
Capacity/
Willingness to
Change
Management
Sponsorship
4%
Source: 2017 CIO Agenda: Global Perspectives on Seizing the Digital Ecosystem Opportunity,
10 February 2017 and Source: 2017 CIO Agenda: An Italy Perspective
15%
8%
4%
13%
17%
Italy: Biggest Barrier is Cultural
6%

14. 13 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Italy IT Spending 2017: Contradict Need for
Competitiveness and Differentiating Value
0.7%
0.2%
8.9%
4.6%
3.7%
2.2%
1.7%
0.9%
4.0%
2.2%
0%
1%
2%
3%
4%
5%
6%
7%
8%
9%
10%
Average Change in Revenue Average Change in IT Budget
Italy (n = 68) Top Perfomers (n = 156) Typical Performers (n = 1,888) Trailing Perfomers (n = 154) Overall Total (n = 2,198)
By what percentage do you expect your company/business unit's revenue or overall budget to increase or decrease from 2016 to 2017?
By what percentage do you expect your company's/business unit's total spending on IT to increase or decrease from 2016
to 2017?
Source: 2017 CIO Agenda: Global
Perspectives on Seizing the Digital
Ecosystem Opportunity, 10 February 2017
and Source: 2017 CIO Agenda: An Italy
Perspective

15. 14 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Global IT Spending and Growth
Data Center
Systems
1.3%
Software*
8.6%
Devices
4.7%
IT Services
4.3%
Communications
Services
2017 Growth
Regional End-User Spending on IT Products and Services in Constant U.S. Dollars
Data in constant currency. Source: "Gartner Market Databook, 2Q17 Update"
End-User Spending on IT Products and Services in Constant U.S. Millions Dollars
* Includes SaaS and PaaS
IT Spending
(Worldwide, Constant U.S. Dollars) 2016 2021
CAGR (%)
2016-2021
Communications Services 1,572 1,696 1.4
IT Services 956 1,251 4.7
Devices 722 798 1.9
Software 339 544 8.5
Data Center Systems 189 200 1.0
All IT 3,778 4,488 3.1
United States
28%
China 10%
Japan 8%
United Kingdom 5%
Germany 4%
France 3%
Brazil 3%
Canada 3%
India 2%
Rest of the World
34%
2017
$3.97
Trillion US$
3.3%
CC
2.4%
US$

16. 15 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Applications Spending to Reach Infrastructure Software
Market Size by 2019
0.0%
2.0%
4.0%
6.0%
8.0%
10.0%
12.0%
2014 2015 2016 2017 2018 2019 2020 2021
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
Spending($millionsconstantcurrency)
Enterprise Software Outlook
Enterprise Application Software Infrastructure Software Overall Growth Infr. Growth Apps Growth
Source: "Forecast Enterprise Software Markets, Worldwide, 2014-2021, 3Q17 Update"

17. 16 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Powerful Drivers Push Organizations Toward Application
and Infrastructure Software Investment
Drivers
Inhibitors
Old procurement,
pricing and delivery
models
Lack of standards,
skills and best
practices in
several newer areas
Hyperfragmentation
in several technology
areas (cloud, mobile)
Vendor viability in
emerging segments
Global corporations
are saturated with
the most mature
offerings
User empowerment
(e.g., citizen
developer)
"Good enough“
hinders the average
deal size
Community OSS
(in some markets)
Tight
IT budgets
Unrealistic
expectations
In-house
and custom
built
Complexity
of new
offerings
Digital business and
process reinvention
Efficiency and
optimization
of the organization
Faster response to
user requirements
Emerging business
buyers' budget
Consumption models
changing
Mainstream adoption by
small or midsize
businesses
Fast growth of cloud
(notably SaaS, PaaS)
Deriving additional
value from
technology
(e.g., analytics) Mitigating
risks
Governance, risk
compliance
Web scale, big data
and real-time
analytics
Internet of Things
smart machines,
artificial intelligence,
Manufacturing 4.0
New and more
effective ways
of working

18. 17 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Enterprise Software Spending by Geography
Legend
2016 Share (%)
2016-2021 CAGR (%)
North
America
48.3
8.0
Latin
America
4.3
11.2
MENA
2.6
8.2
Eurasia
1.1
11.0
Western
Europe
25.3
7.4
Emerging
Asia/
Pacific
2.4
12.6
Mature Asia/Pacific
10.7
8.7
Worldwide AIM, 2016-2021
CAGR: 8.5%Note: Growth rates refer to dollar values.
Source: "Forecast: Enterprise Software Markets, Worldwide, 2016-2021, 2Q17 Update"
Greater
China
3.5
11.5
SSA
0.9
12.2
Eastern
Europe
1.9
11.0

19. 18 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Software Spending by Vertical Industry: Digital Business Is
Creating New Business Models and Service Offerings
Manufacturing and
Natural Resources
19%
Communications,
Media and
Services
17%
Banking and Securities
16%
Government
16%
Insurance
7%
Retail
6%
Transportation
5%
Utilities
5%
Wholesale Trade
3%
Healthcare Providers
3%
Education
3%
2017 — WORLDWIDE
Hotter *
Energy Resources and Processing
Wholesale Durable and Nondurable Goods
Life Sciences and Healthcare Products
Information Technology Services and Software
Electric and Gas Utilities
Business, Technical and Consumer Services
Broadcasting and Cable
Publishing and Advertising
Natural Resources and Materials
Restaurants and Hotels
Telecommunications
Rail and Water
Heavy Industry
Warehousing, Couriers, Support Services
Air Transport
Specialty Retailers
General Retailers
Entertainment
Grocery
Water Utilities
Automotive, Motor Freight
Pipelines
Hospital, Physician
Banking
Securities
Insurance (Other Than Health)
Higher Education
Health Insurance (Payer)
IT Hardware
Consumer Nondurable Products
Primary and Secondary Education
National and International Government
Local and Regional Government
Colder
* Source: "Forecast: Enterprise IT Spending by Vertical Industry Market, Worldwide, 2015-2021, 2Q17 Update"
Based on 2016-2021 CAGR for spending by industry for the overall enterprise software market (constant currency)

20. 19 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Market Opportunity Map: Analytics and Business
Intelligence
Three Transitions in Analytics and BI
 The First Transition: BI Becomes Bimodal
(bubbles colored gray and yellow). In the
beginning, there were traditional BI platforms. Starting
life as decision support in the early 1990s, the
emergence and rapid growth in adoption of data
discovery platforms (particularly Qlik and TIBCO
Spotfire) reaching high adoption around 2005, marked
the rise of modern BI platforms as a specific market
segment.
 The Second Transition: The Rise Of Smart
(bubbles colored in orange). "Smart" describes data
science and artificial intelligence (AI)-enabled
systems. The rise of big data has accelerated the
need to generate value and insights from volume,
variety and velocity (3V) data. Now there is greater
understanding and awareness of data science and the
need to use it than ever before. This has contributed
to the growth and profitability of this market.
 The Third Transition: Journey Into Context (blue
and green bubbles). The analytic applications and
location intelligence markets both relate to information
in context. While the market has a good mix of large
established vendors and smaller startups, the value
proposition of these solutions is strong, and cash flow
follows.
Legacy
Contextualization
Exploration
Machine Learning
Source: "Market Opportunity Map: Analytics and Business Intelligence, Worldwide"

21. 20 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Market Opportunity Map for Enterprise Resource Planning
(ERP)
CAGR = compound annual growth rate; CLM = contract life cycle management; CPM = corporate performance management; CPQ = configure, price
and quote; ERP = enterprise resource planning; FMS = financial management system; MO = manufacturing and operations; P2P = procure-to-pay
Source: "Market Opportunity Map: Enterprise Resource Planning, Worldwide"
 Low growth, high profitability: Traditional,
monolithic ERP deployments focused on stability
and standardization at the expense of agility.
Like a slow-moving oil tanker, those
deployments — while vital for business
operations — were expensive to maintain and
slow to turn. Today, they are perceived as
bloated, inflexible and unable to keep pace with
rapidly shifting business requirements in the
emerging digital economy.
 High growth, low profitability: Post-modern
ERP calls for the deconstruction of the traditional
monolithic ERP suite into federated, "loosely
coupled" specialists' solutions or cloud services,
which are able to be individually brought together
as required, in a more purposeful and selective
manner to better align with and serve each
customer's specific ERP strategy.
 Good growth, good profitability: Declining on-
premises ERP suite vendors and cloud-based
providers have an imperative to drive toward the
center, where both scale and margin goals can
be achieved. While challenging, making the right
choices today on how, when and where to invest
to accelerate the journey, is absolutely critical.

22. 21 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.
Lightweight Infrastructure Is Superseding the Traditional
Heavyweight AIM Capabilities
Market Opportunity Map: Application Infrastructure and Middleware Software
The size of the bubble represents the size of the market in 2020 (billions of dollars).
AIM = application infrastructure and middleware; AIS = application integration suite; aPaaS= application platform as a service; APS = application platform software; BPM = business process management; CAGR = compound
annual growth rate; FLCAM = full life cycle API management; HPMI = high-performance message infrastructure; IMDG = in-memory data grid; iPaaS = integration platform as a service; iSaaS = ("citizen") integration software as a
service; MADP = mobile app development platform; MFT = managed file transfer; MOM = message-oriented middleware; portal = portal and digital engagement technologies; RPA = robotic process automation; SAP = stream
analytics platform; TPM = transaction processing monitor
Source: "Market Opportunity Map: Application Infrastructure and Middleware Software, Worldwide"
 Low growth, high profitability:
Mature AIM segments have very
entrenched players with large
customer bases — new license
sale accompanied by highly
profitable yearly maintenance
fees.
 High growth, low profitability:
PaaS has fast growth, strong
gross margins, increasing
customer acceptance, and strong
cash flow, offset by heavy
spending on sales and marketing.
 High growth, high profitability:
Areas that attract IT adopters
focusing specifically on
performance, rather than cost of
the technology used to obtain it.

23. 22 © 2017 Gartner, Inc. and/or its affiliates. All rights reserved.